How To Avoid Fatal Sales Management Pitfalls {Webinar 3/7/07}

By Brooks Group on 14 Mar 2007 at 12:25 pm

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Tags:managing sales people

10 Responses to “How To Avoid Fatal Sales Management Pitfalls {Webinar 3/7/07}”

1. on 14 Mar 2007 at 1:59 pm # David     +0

   Great job!!!

   I had been in various sales positions within the Blue system for the
   last 18 years and recently got to the point you mentioned… I had a decision to make. I am now out on my own as a consultant and am just starting to develop my business.

   Your insights are right on the money and your style is great. Thanks
   for the information and encouragement. Hearing you say what I have known for years reinforces that I made the right call.

   Keep up the great work.

   David

2. on 14 Mar 2007 at 2:02 pm # Bill Brooks     +0

   David,

   Thanks for you comment. I’m glad to reinforce your belief — experience is a great teacher, isn’t it.

   BB

3. on 14 Mar 2007 at 2:04 pm # Alan     +0

   lead generation, who is responsible for getting leads: salesperson vs sales manager vs marketing

4. on 14 Mar 2007 at 2:06 pm # Bill Brooks     +0

   Great question! The problem is that lots of salespeople depend on
   marketing…marketing thinks salespeople should…and sales mangers are in between.

   Here’s my answer:

   * Marketing creates awareness

   * Marketing can provide some leads

   * Salespeople should be expected to create their own leads

   * Sales managers should monitor and check lead flow and
   effectiveness of lead qualifying and conversion

   Marketing creates awareness

5. on 14 Mar 2007 at 2:08 pm # Allison     +0

   You say that its not the sales manager’s resbonsibility to deal with inventory, operations, etc.

   What about when you work at an orginazation of only about 10 people and you are in fact in charge of all of those areas?

6. on 14 Mar 2007 at 2:09 pm # Bill Brooks     +0

   Unfortunately, small companies often mean more hats. The issue is to
   determine from a strategic standpoint what is more essential. For
   example, if you have no sales, what can you deliver? If you have lots
   of inventory, it may mean you over-order or have poor sales.

   I go back to the old saying: Nothing happens until someone sells something.

   BB

7. on 14 Mar 2007 at 2:12 pm # Mari     +0

   should the sales manager sell or just management/coach the sellers???

8. on 14 Mar 2007 at 2:12 pm # Bill Brooks     +0

   If I had a preference it would be to manage/lead the sellers. However,
   in some cases, it helps to have a selling sales manager — that way the
   person isn’t managing a sales team from “ancient history.”

   BB

9. on 14 Mar 2007 at 2:14 pm # Will     +0

   What (in your opinion) would be a good source of information on time management strategies for sales managers?

   Thanks,

   Will P.

10. on 14 Mar 2007 at 2:39 pm # Bill Brooks     +0

    We have some good resources —
    The New Science of Selling and Persuasion (for sales managers).

    Also, another great source is the book, Time Management (McGraw Hill)

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